Sample Calling Script

SAMPLE CALLING SCRIPT:

FOR HANDLING MEMBERSHIP OBJECTIONS

The following Calling Script provides a positive message about the Council. For Membership Phone-A-Thons, you may use these Talking Points or customize your own to articulate your local message.

WCR Calling Script/Talking Points

Step 1: Introduce yourself as a Women’s Council member.

“Hello. I’m a REALTOR®with (company name) and a member of the (Network name) of the Women’s Council of REALTORS®. How are you today? I’m very busy, like you, but I’m calling to invite you to join me as a Women’s Council of REALTORS member.”

Step 2: Encourage the prospect to join today.

“Through the Council, you’ll get to know top REALTORS® in our market.

“Our referral network alone is worth your membership dues, but our Network also has some great events planned to benefit your business, such as (briefly list some).”

Step 3: Get the prospect involved in the discussion.

“I can tell you about other Council benefits, like our eConnect newsletter, but I know you’re busy. Do you have any questions about the Women’s Council?”

Step 4: Provide positive responses that put the Council in a good light.

If Answer is “YES:”

Refer to the website for information about educational offerings, online referrals, national meetings and other benefits.

“For your convenience, may I sign you up now? It will just take a minute.”

If answer is “YES:”

Fill out the online membership form for the member @ wcr.org.join-now, and take and enter her credit card payment. Or ask if you may email a form.

Say, “Thank you and welcome to Women’s Council,” at the end of the call. Also, remind the new member that her/his name will appear in the Referral Center and first thing to do is update their Expertise Profile.

If answer is“NO:”

“I know you’re busy. If you don’t mind, I will email you a brochure that you can read at your convenience. Thank you for your time today.”

If answer is “I belong to another real estate association:”

Ask which association.

“(Name) is a good association, but don’t you sometimes feel that you have to take their courses to get the full benefits?

“With the Council, you receive many opportunities just by being a member, especially locally.

Our Network has some great events planned, which I’ve told you a little about, and you have great opportunities to network with other professionals who can help keep transactions running smoothly for you.

I don’t know how many times one of my deals has been kept together because I knew the other people involved — and I met them through Women’s Counci. Don’t you want to be part of an association that can really help you in your day-to-day business?”

If answer is “I’m overextended with activities and don’t have time:”

“I know what you mean. There never seems to be enough time. But with the Council, a little investment goes a long way.

You invest time in sending out direct mail pieces, placing ads and sitting for hours at open houses—with no guaranteed return. For a minimal time commitment, you can benefit from membership in the (Network name) through networking and other special events.

My Council networking has helped me tremendously in my day-to-day business activities. And, of course, there are the national benefits, such as a listing in 6 cities in the online referral center, and eConnect Newsletter.

All of these are automatic benefits that don’t require your time. Wouldn’t you like to be a member of an association that provides so much?”

If answer is “I once was a member & didn’t feel welcome:”

“I’m sorry to hear that was your experience. Our Network is a close-knit group, but that’s really the benefit of being a member. We have fun together, help each other out and share business ideas and referrals.

It’s the kind of business network that you can’t find anywhere else. I know how you feel, though. It was a little awkward at first for me, too. But I kept coming to functions, and now the members are some of my best friends and business partners.

I don’t know how many times I’ve kept a deal together because I knew the other professionals involved. I’m sure you’ll feel more comfortable at the next event, because I’ll personally be there to introduce you to everyone. Wouldn’t you like to give it another try?”

If answer is “I once was a member and didn’t see the benefits:”

“Our local Network is a committed network of members who are always willing to help each other learn and grow. Membership benefits are most visible on the local level. Meeting fellow professionals at events really helps in your day-to-day business activities.

I don’t know how many transactions have gone more smoothly for me because I knew the other professionals involved. Council connections can mean the difference between a deal going through OK or it going down the drain.

Aside from the financial benefits you gain from local business contacts, you will receive a free subscription to eConnect newsletter and a free listing in 6 cities of your choice with a photo and areas for you to promote your expertise. Won’t you give it another try?”

WCR Calling Script/Talking Points